Building trust between you and your potential client is a very important step that needs to occur first or else they won’t buy from you. In fact, building trust is a prerequisite to selling. So how do you go about building this trust? Follow these three tips.

Tip #1 When having a sales conversation, explore whether you can help the person get what they want.

Forget about selling because as soon as someone feels you’re trying to sell something, they’ll instinctively not trust you. That’s just human nature. If, however, someone feels you are genuinely trying to help them, then they’ll be more likely to trust you and buy from you.

Tip #2 Ask questions – be sincere.

When you sincerely ask a potential client questions and you come from the perspective that you want to understand if you can help them, the more likely they are to trust you. Please note that I use the word “sincerely.” People will know if you’re just asking questions because you think you ought to.

Tip #3 Listen to people – be sincere.

When you ask someone questions, actively and sincerely (there’s that word again) listen to their answers. Put yourself in their shoes and listen from their perspective. Be fully present and release all judgment. The more you sincerely listen to someone the more they will trust you.

Use these tips whenever talking to a potential client and watch your sales soar!

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This entry was posted on Thursday, August 30th, 2007 at 1:15 pm and is filed under Sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

Tessa Stowe teaches small business owners 10 simple steps to turn conversations into clients without being sales-y or pushy. Join her FREE monthly Sales Conversation newsletter full of tips on how to sell your services by just being yourself. Sign-up at Sales Conversation